In an increasingly competitive and dynamic business environment, medium and large companies face the challenge of optimizing their sales strategies to ensure sustainable growth and outperform the competition. Max Bavaresco, founder and CEO of SONNE Educação, a consulting firm specialized in strategic planning, outlines five essential steps to boost sales for these companies, focusing on aspects such as value proposition, market positioning, and customer experience.
1. Develop a Clear and Unique Value Proposition
According to Bavaresco, the value proposition is the core of any effective sales strategy. Successful companies are able to clearly and objectively articulate what makes them unique and how their products or services solve specific customer problems. "Why should someone buy your product or service instead of what your direct competitor offers?" questions the expert.
2. Define a Consistent Marketing Positioning
Another crucial point is to maintain a clear and consistent market positioning. This involves a combination of variables that can vary depending on the context, audience, and channel. "Pricing must be consistent. You cannot be the cheapest and the most expensive at the same time. It is necessary to align the price with the differentiators of your products and services," explains Bavaresco.
3. Integrate Marketing, Sales, Identity and Management
For Bavaresco, the integration between marketing, sales, identity, and management is essential. "Communication, team, management, and brand need to operate in harmony. If one of these disciplines fails, the others cannot compensate," he states. It highlights the importance of delivering what the brand promises, summarized in the phrase: "making your brand deliver what it promises."
4. Focus on the Customer and the Experience
The customer experience should be a priority. "Be correct and own your mistakes, solve the problem, and exceed the expectations you set for yourself. Even with all the business evolution, nothing beats well-done basic things," advises Bavaresco. This includes everything from product delivery to complaint resolution.
5. Adopt Methodology, Measurement and Discipline
Finally, Bavaresco highlights the importance of an organized and disciplined execution. "The strategy must be organized, with clear processes to ensure that everyone understands their responsibilities, objectives, and goals. Collecting data, making adjustments, and understanding that everything starts over each day is essential for long-term success," he notes.
Conclusion
Max Bavaresco emphasizes that boosting sales in medium and large companies requires a strategic and multifaceted approach. "By adopting an in-depth market analysis, refining the value proposition, investing in team training, utilizing advanced technology, and aligning marketing and sales, companies can create a solid foundation for sustainable growth. The ability to adapt to changes and innovate constantly is also essential to maintain competitiveness," concludes the strategist.
With these guidelines, medium and large companies can transform their sales operations, ensuring not only survival but also robust growth in a highly competitive market.
